Key Account Executive Trade (Wholesale and Retail) at GlaxoSmithKline

Ref No: 120314-1
Location - Town / City: Abuja
Reporting To (Job Title): Commercial Trade Channel Lead

Job Purpose/Scope
Responsible for planning and forecasting the annual key accounts plan and business plan for the assigned territory, new product launches & list of products, sales/ performance/ profitability, forecasting, promotional campaign planning and execution for increasing Brand visibility.

Key Responsibilities

•     Responsible for achieving sales targets through key accounts and individual pharmacies by managing Distributors, Key Accounts and commercial sales representatives in the assigned territory
•     Maintain market share of products and business development by analyzing and cross checking competitors’ activity.
•     Optimize and manage the bonus free goods, discounts, commercial (if applicable) schemes effectively
•     Liaison/Point of contact between the key accounts and all business units
•     Evaluate the potential and develop strategies to realize the potential of the key accounts and individual pharmacies.
•     Establish contacts and develop relationships with key accounts and identify the decision making process and account mapping to ensure leverage of company priorities.
•     Qualitative and quantitative analysis of markets in terms of potential size and share for the product
•     Ensuring achievement of sales targets, local market targets, profitability, and market share and monitoring of inventory.
•     Conduct and arrange conferences/presentations, CMEs for the pharmacies & pharmacists, pharmacy programs.
•     Align with Trade Marketing for specific pharmacy marketing activities
•     Develop commercial deals by leveraging GSK portfolio to increase sales and reduce cost.
•     Present GSK in a very professional way to customers through structured and organized working.
•     To work closely with all business functions to align on common objectives

Qualifications, Experience

•     Candidate must have a University education degree. An advanced degree (MBA) is a plus from a reputed globally recognized University.
•     Candidate must have at least 4-5 years of relevant Sales & pharmaceutical experience within a reputable pharmaceutical company.

Competencies

•     Deep knowledge of Local market – Chain pharmacies, individual pharmacies and hospitals.
•     Candidates should be commercial and sales focused.
•     A consistent track record on performance
•     Should be analytical and have good business acumen.
•     Good Presentation skills
•     Organized and Team player
•     Technically competent
•     High level of self-motivation and enthusiasm.
•     Result oriented
•     High end negotiation skills
•     Problem solving
•     Excellent Communication skills